Most of us have set revenue goals from the coming year. But do you have a system in place to keep track of the actions you take to reach those goals and the results of those actions?
There are many reasons to track your activities and the results, but I think the effect it has on your business planning is the most important reason to do so. As I’ve mentioned here before, I believe you should be regularly reviewing and adjusting your marketing and business plan. Keeping track of your “numbers” is a vital part of the planning process.
How much easier would your planning process be if you knew the answers to these questions?
- How many referrals do you need to receive before you make a sale?
- If you give presentations as part of your lead generation strategy, how many attendees typically sign up for your free offer? Of those, how many actually make a purchase? What’s the average dollar amount of that purchase?
- What percentage of your business comes from existing customers?
- If you attend a networking event, how many people do you need to meet in order to schedule one appointment?
- If you use direct mail, how many pieces do you send out per response? How many responses do you receive per sale?
Planning and tracking don’t have to be complicated to work. Just keep a piece of paper on your desk and start tracking a few key activities and the results. Once you see how valuable this information is to your planning process, you’ll be hooked.
If you prefer using software to help with your planning and tracking, take a look at Marketing Plan Pro.
Bill Brelsford Small Business Marketing Consultant
